1、Module 7Terms of Payment （支付方式）（支付方式）l(1)Knowledge(知识目标知识目标)lTo have a general idea about the three modes of payment;lTo master the strategies and contents for writing such correspondence about terms of paymentlTo master some typical sentence patterns and expressions on the matterlSkills（能力目标）（能力目标）
2、lBe able to write business letters and faxes for terms of payment with correct strategieslBe able to write such correspondence with the essential components in the correct formats and layoutslBe able to master the skills of correctly translating such letters and faxes from Chinese into English and v
3、ice versalPersonal quality（素质目标）（素质目标）lTo develop the habit of the confirmation of restatement of the important information;lTo train the students ability of negotiation,communication and cooperation with their companions and co-workersThe situation and tasks 任务引入任务引入 lSituationlSuppose you,the sell
4、er(China Household Items Imp.&Exp.Corporation),have received an initial order of 2000 cotton bed sheets from the buyer(ABC Company)on June 25 and you will acknowledge it and decide to supply goods at the price stated in the letter of ABC company.You will also arrange for dispatch next week by passen
5、gers train.lTasks：l1.你能否准确理解上述情境？主要的困难是什么？l2.这是一封什么类型的信函？这类信函的主要内容包括哪几个方面？l3.回复客户的这封信应从哪几方面入手？Lead InlGenerally speaking,the buyers agree the sellers In international trade,payment is the most complicated and important part.Generally speaking,there are three modes of payment mainly used as follows:r
6、emittance,collection and letter of credit.Remittance and collection are both terms of payment based on commercial credit,while letter of credit is based on bank credit.And letter of credit is the most frequently adopted mode of payment in foreign trade.lBesides the three traditional terms,other meth
7、ods,such as factoring,forfeiting,export credit insurance and so on,can also be used.offer or the buyers and the sellers make agreement during the process of the counter offer of both sides,which is regarded that the buyers accept all the terms and conditions in an offer,and then the buyers can place
8、 an order of goods.lTo avoid misunderstanding the differences of the terms in the process of transaction between the buyers and the sellers,both sides should make Sales Confirmation after placing an order.Both sides should sign the Sales Contract,ensuring that there is no difference of understanding
9、 terms.Sample Letters报盘常用信函报盘常用信函 Example-Letter 1 Requesting Payment by D/A 要求以承兑交单方式付款要求以承兑交单方式付款Dear Sirs,Re:Your new product,Smart choice Thank you for your letter of May 8 concerning your new product.We are interested in your product and wish to discuss further about it.We noticed that you requ
10、ire payment by letter of credit.However we would like to propose payment by D/A for this first order,as this is a new product and we are not able to make purchase on our own account.We hope to place substantial orders once the demand for this product has been ascertained.We believe our proposal is a
11、 reasonable way to test the market and hope you will be willing to cooperate with us.Yours faithfully Example-Letter2 lRefusing Payment by D/A 拒绝以承兑交单方式付款拒绝以承兑交单方式付款 lDear Sirs，l Subject:Your proposal for making payment by D/Al lWe were glad to learn from your letter of May 15 that you are intereste
12、d in our new product.We also noticed that you wish to make payment by D/A.lWe have considered your proposal but regret to say that we cannot accept it,as we do not have sufficient credit information to offer you D/A terms at present.However in order to help you push the sales of our new product,we a
13、re prepared to accept payment by D/P at sight.This is the best thing we can do.lWe are looking forward to receiving your order soon.l Yours faithfullyExample-Letter 3 lExporter Accepting Payment by D/P 出口商同意采用付款交出口商同意采用付款交单方式单方式 lDear Sirs,lThanks for youre the following E-mail,asking for D/P terms
14、of payment.lAfter careful study of your proposal,we agree to D/P payment terms of this contract.However,we would like to make it clear that for future transactions D/P will only be accepted if the amount involved for each transaction is below$2,000.If the amount exceeds that figure,payment by letter
15、 of credit will be required.l Yours faithfully Example-Letter 4l Payment by Letter of Credit 采用跟单信用证支付采用跟单信用证支付lDear Sirs,lOur Order No.521lHaving received your specification and price list of ball valves and details of the arrangements for payment,we now wish to place the enclosed order with you.As
16、 we are in urgent need of several of the items,we should be glad if you would ship the order as soon as possible.lWe have instructed the Xiamen International Bank,to open a credit for$1,500 in your favor,effective until May 8th.The credit will be confirmed by Citibank,N.A.,New York,who will accept y
17、our draft on them at 60 days for the full amount of your invoice.They will require the following shipping documents to be attached to your draft:lBill of lading in duplicate,lInvoice,c.i.f.Xiamen in triplicatelInsurance policy for$1,450lThe credit we have arranged is sufficient to cover invoice cost
18、 and any further charges.l Yours faithfully,Example-Letter 5l The Reply of Exporter 出口商的回复出口商的回复lDear Sirs,lYour Order No.521lIt is with pleasure that we acknowledge your order of April 9 for ball valves.As this is your first order we take the opportunity to remind you that all our products are manu
19、factured to specifications of the very highest grade.We are sure you will be completely satisfied with them.lThe arrangements you have made to meet our account are quite satisfactory.All items included in your order can be supplied from stock and will be packed and dispatched as soon as your credit
20、is confirmed by Citibank,N.A.,New York.lYou may rely upon our giving prompt attention to this and any further orders you may place with us and we will of course notify you as soon as your order is shipped.l lYours faithfullyKnowledge Output知识导出知识导出 l请根据下列信息写一封信，告诉新客户你公请根据下列信息写一封信，告诉新客户你公司将先承兑汇票再装运。司
21、将先承兑汇票再装运。l（1）Supply the equipment in the order No.528 of May 20；l（2）Enclose the draft at 30 days for acceptance；l（3）Arrange to ship the goods after accepting draftl根据下列信息给根据下列信息给ABC公司写一封催开信用证公司写一封催开信用证的信函。的信函。lRemind ABC company of attention to the date of delivery approaching；lHavent received the
22、covering L/C；lMake ABC company urge to open L/C;lHope to hear from ABC companyExercises操作练习操作练习 l1.Put the following Chinese into English.l（1）付款交单）付款交单l（2）信汇）信汇l（3）承兑交单）承兑交单l（4）信用证）信用证l（5）托收）托收l（6）汇付）汇付l（7）票汇）票汇l（8）电汇）电汇l（9）索款）索款l（10）船上交货）船上交货2、Fill in the blanks with the proper forms of the followi
23、ng words.l connect mention favor pay empower l apply deliver transact credit settle l (1)We will make a remittance within a week in full _of our purchase of l the goods contracted.l (2)The _ or opener generally the buyer or importer to the bank to issue the l letter of credit.l (3)The beneficiary wh
24、o is _ to use the letter of credit and is usually the l exporter.l (4)The parties in _ with a letter of credit are as follows.l (5)The exporter may present the documentary bill to any bank that is ready to put l through the _.l (6)It needs to be _ that the L/C should reach us 30 days before the l mo
25、nth of shipment.l (7)Taking into consideration our long standing business relations with you,we l accept _ by D/P.l (8)We look forward to receiving your _response at early date.l (9)We wish to draw your attention to the fact that the date of _is l approaching.l(10)he buyer shall open the letter of _
26、30 days before the date of l Shipment.3、Translate the following into Chinese.l (1)It will be easier for us to make the necessary arrangement if your L/C can reach l us 15 to 30 days before delivery.l (2)We adopt“payment by installments”for some special import items.l (3)Please instruct your opening
27、bank to make amendments to the above L/C and let us have your amendment advice as soon as possible so that well effect shipment without delay.l (4)We hope you will act promptly as requested and let us have your reply at an early date.l (5)Remittance,like collection,is another mode of payment based o
28、n commercial credit.l (6)We assure your that if the goods turn out to our satisfaction,we will place regular orders with you.l (7)They will require the following shipping documents to be attached to your draft.l (8)Kindly ask your correspondents to see that the insurance policy gives full cover befo
29、re they accept the draft.l (9)If only you give us a liberal share of your business,we shall be happy to allow a similar discount on future large orders.l (10)We trust the consignment will reach you safely and prove satisfactory.4、Translate the following into English.l (1)由于你方不灵活的支付条件，虽然如果成交双方都能获益，但是
30、没有磋商余地。l (2)兹通知，由我方开具的所有信用证都凭跟单汇票用款，只有在特殊情况下才接受光票。l (3)我们的惯例一直是要求保兑的、不可撤销的、凭即期汇票付款的信用证。l (4)如果我们达成协议，我们保证每年订购1500台机器。l (5)作为公司的产品代理，贵公司的业务活动必须限制在一定的地域。l (6)如果贵方承诺提前一个月装船，我们将开立信用证。l (7)按照目前即期付款交单的支付方式，货物需要在到达之前很久就得支付。因此，希望能接受货到付款交单的支付方式。l (8)30天期承兑交单条件确实对你方有利。到期时希望你方照付承兑汇票。l (9)因为在大多数情况下我们开立信用证时都得向银行交付保险金，用信用证支付对我们来说费用更大。l (10)对于成套设备和机器的出口，我们接受分期付款或延期付款，与国际贸易的通常做法一致。
